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Opportunity Management:The Key to Greater Sales Productivity

Selling TodaySelling Today10th Edition

CH

AP

TE

R Manning and Reece

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Increasing Sales VolumeIncreasing Sales Volume

“A salesperson can increase sales volume in two major ways. One is to improve selling effectiveness, and the other is to spend more time in face-to-face selling situations.”

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Opportunity ManagementOpportunity Management

A four-dimensional process involving:

• Time management

• Territory management

• Records management

• Stress management

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Time ManagementTime Management

• Time-consuming activities

• On average, 60 percent of time spent on administrative duties and travel

• Log keeping shows where time is spent, identifies “time wasters”

• Time management

• Sound time management can lead to increased sales

• Video on Covey Time Management

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Discussion Questions (Small Group)

Discussion Questions (Small Group)

• What are the biggest time wasters in your life? Rank them in order from largest to smallest.

• What are strategies you can employ now to make better use of your time?

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Time Management MethodsTime Management Methods

• Develop personal goals

• Prepare daily “to do” lists

• Maintain planningcalendar

• Organize selling tools

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Goal-Setting PrinciplesGoal-Setting Principles

• Reflect on areas where change is desired

• Develop written plan—with steps

• Modify your environment

• Monitor behavior/reward progress

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TheTo-Do List

TheTo-Do List

FIGURE 16.1

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Saving Time with Technology Saving Time with Technology

• Conference calls

• Meetings in cyberspace (Web conference)

• Some customers prefer telephone/e-mail contact

• Cell phones/pagersas timesaving tools

• Electronic filetransfers

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Territory ManagementTerritory Management

Step 1: Classify Customers

• Classify according to potential sales volume

• Track current dollar amount and potential dollars

• Realize a small amount of customers may provide a majority of sales volume

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Territory ManagementTerritory Management

Step 2: Develop Route/Schedule Plan

• Map territory/use smaller zones if large

• Develop routing plan for a specific time frame

• Schedule around customer needs

• Establish tentative calls

• Use 80/20 rule

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80/20 Rule80/20 Rule

• 80 percent of time spent calling on most productive customers

• 20 percent on prospectsand smalleraccounts

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Sales Call PlansSales Call Plans

• Action plan initiated by sales manager

• Ensures efficient and effective account coverage

• Plan discussed with sales staff

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Sales Call Plan

Sales Call Plan

FIGURE 16.3

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Records ManagementRecords Management

• Some complain about “paperwork” time

• Accurate and timely records are important

• Facilitates closing salesand improves customerservice

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Common Record TypesCommon Record Types

• Customer and prospect files

• Call reports

• Expense records

• Sales records

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Application: ComputersApplication: Computers

• Most firms provide sales staff with portable computing power and sales management software

• If necessary, use a database or spreadsheet program and create your own

• PCs and PDAs allow you to increase selling time and enhance customer service

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Small GroupsSmall Groups

• CASE STUDY PP 398

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StressStress

Refers to two simultaneous events:

1. An external stimulus (a stressor)

2. The physical and emotional responses to that stimulus:

• Anxiety, fear, muscle tension, surgingheart rate

Too much stress unhealthy if unchecked!

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Stress ManagementStress Management

• Develop stress-free work environment

• Maintain optimistic outlook

• Practice healthy emotional expression

• Maintain healthy lifestyle

More on stress management by:mindtools.com

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Discussion Question (Small Group)

Discussion Question (Small Group)

• List several things in your life that are causing you stress.

• What can you do to reduce the stress caused by each of those things?